How To Build Solid Leads
The GRRRR Method + Cold Cold Calling Script (2020)
Below are the method and script I use when to find and speak to potential customers.
The script changes a little depending on where I’m calling but for the most part this is what I say.
But before you start calling let’s check out how to find customers.
The GRRRR Method
💻(G) google your target demographic and make a list of potential clients.
When you do this, you'll want to pick a niche and Google companies that fit into it.
Ex: dentist offices. Google dentist offices in your area. When you do this Google will bring up the 'snack pack'( set of 3-5 businesses that fit your search that are closest to you). Click the 'more places' button. You then come to a page with a map and a list of all the dentist offices in the surrounding area. Call each one!
📞(R) reach out to each one (cold call).
Here is where you will use the cold calling script. Study it and make it your own so you sound comfortable and natural saying it.
🤓(R) research each one and make sure you get the answer to these two questions during your cold call:
Do they sub out their cleaning?
When are they going to sub out their contract again?
🧠(R) remember to keep the results to each cold call so they can either be kept on your list of potential clients or removed.
This is where CleanWork (www.getcleanwork.com) is very helpful. With CleanWork's Master List you can add current or potential contracts to a list. When you do this you can then add any bid information that you have, such as, the contract docs and how much your bid was, then set a notification date and CleanWork will send you an email on that date reminding you that this contract is coming up.
🔄(R) repeat this for each potential client until you go through your whole list!
Cold Calling Script
When it comes to subbing out janitorial contracts most facility managers do one of two things.
They either call the handful of cleaning companies that they have dealt with in the past.
Or they google janitorial services in their area and pick the top five or six.
So where does that leave you?
Cold calling baby!
Cold calling is something I still do today and always will. It is the quickest way to get the jump on upcoming contracts. Sure you can wait till you get a phone call or come across an upcoming contract online, but why wait?
Cold calling is exactly how I got started. To help things go as smoothly as possible, memorize the script below. It is exactly what I say when I call a new place.
Ring, ring…..ring, ring….
Receptionist: Smith and Smith Associates. Sue speaking.
You: Hey Sue. I'm not sure who I need to speak with, but I'm trying to reach the person who handles the cleaning contract for your facility.
Receptionist: Oh yes. That would be John Doe. Can I ask who is calling?
You: [Your Name].
Receptionist: Ok [Your Name], one second, please.
Now you will notice two things here.
One, I said Sue's name.
And two, I didn't introduce myself right away.
I said Sue's name because it catches people's attention right away when you say their names. It makes it seem like you know them. And I found that by catching a receptionist's name then saying it right before I ask for something, they are usually are a lot friendlier and send me to the person I am looking for and not straight to their voicemail.
And I didn't introduce myself because I find it to be too much right off the bat. On top of “I'm not sure who I need to speak with, but I'm trying to reach the person who handles the cleaning contract for your facility.” So I usually save my introduction for the person who handles the cleaning contract.
Let's continue.
John: Hello. This is John.
You: Hey john. I’m [Your Name] with [Your Cleaning Service]. I was calling because I was interested in cleaning your facility, but I wasn't sure if you guys sub out your cleaning or....
John: Yes, actually we do. That contract isn't coming up for a few more months,but if you want you can me some information on your company.
You: OK great! Can I email it to you?
John: Yes that will be fine. My email is jsmith@smithandsmithassociates.com.
You: OK thank you, John. I will send my information right over.
John: OK thanks [Your Name]. Have a good day.
You: You too. Bye
John: Goodbye.
As simple as that.
Good luck,
Jerome
P.S.
CleanWork is a web app that manages all your past present and future cleaning contract opportunities in one place.
